Alliance Manager - Databricks - National_Office
Company: Deloitte
Location: Charlotte
Posted on: June 25, 2022
Job Description:
Alliance Manager Databricks
Do you excel at building relationships and enjoy bringing
go-to-market (GTM) strategies to life? If so, you may be a great
fit for our Alliance Manager role. You will have the opportunity to
establish and nurture executive level relationships with Deloitte
and Databricks leadership. This is an exciting opportunity to shape
an emerging alliance and be part of a strategic and growing
practice.
Databricks is the data and AI company. More than 5,000
organizations worldwide - including Comcast, Cond-- Nast, H&M,
and over 40% of the Fortune 500- rely on Databricks' Lakehouse
platform to unify their data, analytics and AI. Databricks is
headquartered in San Francisco, with offices around the globe.
Founded by the original creators of Apache Spark---, Delta Lake and
MLflow, Databricks is on a mission to help data teams solve the
world's toughest problems.
Work You'll Do
Alliance managers have a breadth of responsibilities which are
prioritized within the Alliance Leadership team. Those activities
include:
- Relationship Management - Establish, manage, and support a
meeting cadence to foster strong executive relationships between
Deloitte and your Alliance. Work with Deloitte and alliance
partners leaders to understand key criteria & KPI's for the
alliance and keep management apprised of the health of the
relationship. Keep our alliance counterparts apprised of everything
we are doing to drive incremental sales & enhance the
relationship.
- Alliances Operations - Act as the "Chief Operating Officer" of
the alliance:
- Maintain the strategic alliance plan, coordinating with your
Deloitte Lead Alliance Partner and practice leadership, to keep an
up-to-date view of the business plan highlighting GTM approach, top
priorities, our capabilities and financial goals for the
alliance.
- Understand and articulate the economic impact of your alliance
on Deloitte's business, including sell-with, sell-to, resell and
buy-from metrics.
- Manage the consulting alliance budget specific to your
alliance.
- Coordinate with E&A Liaisons to track and drive
sector-based GTM plans.
- Act as an information clearinghouse as it relates to your
alliance.
- Establish and maintain clear and consistent alliance
reporting.
- Participate in global coordination as required.
- Collaborate closely with alliance leadership on consultant
enablement and pursuit support.
- Ensure that training requirements are met.
- Coordinate with Community of Practice (CoP) lead to ensure that
the community is active and relevant.
- Support key practice meetings and to ensure that they are
scheduled and occur on a regular basis.
- Deliver Firm Competencies - Demonstrate ability to articulate
how Alliance aligns to applicable signature issues, firm strategy,
and business offerings to internal and external audiences.
Participate in conversations around ecosystem development
activities that include your alliance.
- Pipeline Tracking, Validation & Reporting - Work with Deloitte
Sales Executives to maintain an accurate joint sales pipeline for
your alliance. Own and drive all aspects of operational reporting
including wins, pipeline, quals, awards and any other metrics
important to the alliance and key stakeholders. Ensure pipeline
management cadence is occurring regularly within Deloitte and
externally with alliance.
- Practice Communications & Knowledge Management - Manage all
aspects of alliance communications, in close collaboration with
your counterparts at your alliance, where appropriate. Ensure that
key wins are recorded, tracked and communicated to the field.
Suggest new opportunities for training Deloitte staff and maintain
AllianceSource as the central repository for all alliance related
information.
- Marketing Coordination - Work closely with Alliance Marketing
team to create a marketing plan that supports your alliance
business objectives. Provide support and oversight to marketing
campaign and event execution. Coordinate with colleagues to ensure
collateral is up-to-date.
Qualifications
Required
- Bachelor's degree, advanced degree a plus
- 8+ years professional experience with 2+ years focused on
alliance management or equivalent experience working with
vendors
- Working knowledge of in enterprise infrastructure, cloud, and
analytics space
- Experience articulating value proposition for alliance
products
- Experience fostering and driving relationships within the
relevant business lines of your alliance
- Experience translating technical information into business and
sales opportunities
- Proficiency in word processing, spreadsheet, and presentation
creation tools
- Ability to travel 5-50%, on average, based on the work you do
and the clients and industries/sectors you serve
Preferred
- Understand the competitive landscape of Data, Analytics, and
AI
- Strong network within Databricks
- Demonstrated experience building and maintaining strong
relationships with a diverse set of internal and external
constituencies, including senior level executives, consulting
resources, technical teams, and sales representatives
- Experience working in or with System Integrators, such as
Deloitte
Skills:
- Savvy at navigating complex organizations and connecting the
right people within each organization
- Ability to think strategically, while staying focused on
monitoring the progress of action items and bringing them to
conclusion within appropriate time frames
- Ability to influence and persuade key stakeholders to develop
joint go-to-market sales and solution opportunities
- Excellent team player. Effective at sharing and communicating
knowledge and supporting teammates in times of increased
workload
- Highly organized and self-sufficient, successful with limited
direction, upbeat and enthusiastic
- Strong executive presence, complimented by clear and convincing
communication skills to respective client teams through oral,
written, and formal presentation mediums
- High degree of integrity by honoring commitments and
demonstrating consistent and predictable follow-up
- Strong aptitude and passion for driving operational detail and
market impact
The wage range for this role takes into account the wide range of
factors that are considered in making compensation decisions
including but not limited to skill sets; experience and training;
licensure and certifications; and other business and organizational
needs. The disclosed range estimate has not been adjusted for the
applicable geographic differential associated with the location at
which the position may be filled. At Deloitte, it is not typical
for an individual to be hired at or near the top of the range for
their role and compensation decisions are dependent on the facts
and circumstances of each case. A reasonable estimate of the
current range is $146,000 to $266,000.
You may also be eligible to participate in a discretionary annual
incentive program, subject to the rules governing the program,
whereby an award, if any, depends on various factors, including,
without limitation, individual and organizational performance.
Must be legally authorized to work in the United States without the
need for employer sponsorship, now or at any time in the
future.
DBRICKS2022
Keywords: Deloitte, Charlotte , Alliance Manager - Databricks - National_Office, Executive , Charlotte, North Carolina
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